Matt Dixon is the Founding Partner at DCM Insights and the Co-author of The Jolt Effect, The Challenger Sale, The Challenger Customer, and The Effortless Experience. Matt joins Hosts Craig Rosenberg and Judd Borakove to discuss the reasons behind the slowdown in B2B sales cycles (4:53), how sellers can build trust with wary buyers (14:42), and the changing role marketing needs to play in educating customers (20:46). Matt, Craig, and Judd also get into the current business trends they’re keeping an eye on.

Quote of the Show:

• “Marketing has a big role to play in terms of helping salespeople with the tools, resources, and content to instill that confidence to get that customer to say, you know what? I feel pretty good about this decision. I think I'm going to look like a hero, not like a fool. If anything, we're going to overperform here.” - Matt Dixon

Connect with Matt Dixon:

• LinkedIn: https://www.linkedin.com/in/matthewxdixon/ 
• Twitter: https://twitter.com/matthewxdixon 
• DCM Insights Website: https://www.dcminsights.com/ 
• Personal Website: https://www.dixonspeaks.com/ 
• Jolt Effect: https://a.co/d/a9pBiJQ 
• Challenger Sale: https://a.co/d/8yaFZYq 

Follow the Show:

• Judd’s LinkedIn: https://www.linkedin.com/in/juddborakove/ 
• Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/ 
• Matt’s Linkedin: https://www.linkedin.com/in/matt-amundson-91657236/ 
• GTM Unfiltered LinkedIn: https://www.linkedin.com/company/gtm-unfiltered/
• GTM Unfiltered Website: https://www.gtmunfiltered.com/

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GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/